Five Tips For Negotiating With The Professional Buyer

The challenge of dealing with professional procurement is complex and regularly negotiating contracts is a skill that Sales Account Managers must be competent in. I often get asked how modern-day procurement category managers think, and what is it about their practices that create such tension in customer-supplier relationships. My answer goes
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Negotiation Matters: Time Pressure

  Time is one of the four elements that are always present in any negotiation (the others are the relationship, the substance of the negotiation, and the process that may be deployed by either party). And note that each party may have their own approach which may not necessarily be
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Transforming Sales: The Procurement Category Management Process

The role of Procurement is to capture value from the supply chain, network, or ecosystem. Some years ago, the primary method of achieving this was via the individual competence of professional buyers in respect of negotiation. A competent negotiator would, more often than not, secure better deals than a less
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Transforming Procurement: SEI – What is ‘Best Practice’​?

In the previous two videos in this short series on Supplier-Enabled Innovation (SEI), I placed SEI in the realm of Supplier Relationship Management (SRM), and suggested why innovation capture is an important part of Procurement’s value-improving agenda. I also posed a number of questions practitioners should ask themselves to baseline
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Transforming Procurement: Innovation and Procurement

Why do organisations seek to innovate, and in particular, why is the Procurement function so interested in tapping-in to supplier’s innovative capabilities? This is mainly because 70% of a typical company’s Cost of Sales is in products and services sourced from external suppliers and providers. That’s where tomorrow’s innovations are
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Transforming Procurement: Supplier-Enabled Innovation and Relationship Management

In this video I discuss Supplier-Enabled Innovation (SEI), and Procurement, and how innovation is an important component of the Supplier Relationship Management (SRM) agenda. We all agree that innovation is a ‘good thing’ and that smart suppliers can supplement the smart people in our organisations in generating new ideas. It’s
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Transforming Sales: Customer Segmentation – Invest in your relationships wisely

One of the challenges that Sales and Key Account Management professionals wrestle with is the issue of how do they segment their customer base so they can adequately prioritise the relationships that are worthy of serious investment. Over the years, Sales and Marketing academics and researchers have developed a 4-box
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Supplier Relationship Management – A Personal Journey

10 Minute Read People occasionally ask me why, when there is generally so much attention given to sourcing and procurement tech, do I persist in focusing on supplier relationship management as a means of securing best value from supply relationships.  There isn’t a single reason, but there are two major
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